My Principal Dowding & Mills (D&M) is an engineering services from UK, the "special thing" about this product / services is that it is a niche market and knowledge based. D&M is the biggest independent engineering services Company, independent meant we are not OEM, like Volvo, BMW are OEM< style="font-weight: bold;">SPlee, January 29,2010)
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Since D&M specializes in repairs and sales of large generators, remember, Petronas, TNB, PBA and many major corporations will want to have generators available in their buildings and corporations.
And there are many Professional suppliers in this industry. I suggest you analyze who are these competitors, learn about their operations in Malaysia and find out how they penetrate the market. This can be done by scanning the net Asean regeon, and also talk to the purchasers themselves. Understand the market activities first, make some prelim discussions with potential clients, have something concrete, make some sales of units to existing organizations before setting any office. You can do this as salesmanship then followed by after sales service is when the repairs comes in.
Build up the relationship first with potential clients, get to know their needs. Don't bring the products to them (potential clients), bring them to the available choices of products. You stand a better chance (HJNOOR, January 29,2010).
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Since D&M specializes in repairs and sales of large generators, remember, Petronas, TNB, PBA and many major corporations will want to have generators available in their buildings and corporations.
And there are many Professional suppliers in this industry. I suggest you analyze who are these competitors, learn about their operations in Malaysia and find out how they penetrate the market. This can be done by scanning the net Asean regeon, and also talk to the purchasers themselves. Understand the market activities first, make some prelim discussions with potential clients, have something concrete, make some sales of units to existing organizations before setting any office. You can do this as salesmanship then followed by after sales service is when the repairs comes in.
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Build up the relationship first with potential clients, get to know their needs. Don't bring the products to them (potential clients), bring them to the available choices of products. You stand a better chance (HJNOOR, January 29,2010).
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D&M basically is a services Company, we repair but we don't sell new generators
We only manufacture things like coils (which is high valus as well) as the coils are required for the repairs, kind of synergy
So the strategy is rather different (SPlee, January 29,2010)
D&M basically is a services Company, we repair but we don't sell new generators
We only manufacture things like coils (which is high valus as well) as the coils are required for the repairs, kind of synergy
So the strategy is rather different (SPlee, January 29,2010)
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Yes, I understand.
If you repair generators, your market is only those who have generators.
The problem is that most of these big generator suppliers have special techicians that do the after sales services job. Companies who buy large generators, want to make sure that supplier sign 3-5 years insurance for service maintenance so that we do not have to worry about who is responsible to repair when machine is down.
This approach cuts off your opportunity to penetrate into these companies. So, how to build your business?
That is why I say, understand the market and how the activities are taking place. Understand the game. Understand consumer needs, cost savings for the clients, how to bring value-add services.
Consider this:
Yes, I understand.
If you repair generators, your market is only those who have generators.
The problem is that most of these big generator suppliers have special techicians that do the after sales services job. Companies who buy large generators, want to make sure that supplier sign 3-5 years insurance for service maintenance so that we do not have to worry about who is responsible to repair when machine is down.
This approach cuts off your opportunity to penetrate into these companies. So, how to build your business?
That is why I say, understand the market and how the activities are taking place. Understand the game. Understand consumer needs, cost savings for the clients, how to bring value-add services.
Consider this:
A Salesman could not penetrate the market. He continues to visit purchasing officers, talk to them about some of the clients' problems (after several communication on-going)). He provided some free advice. Obtain some information (free) for the officer. He took the trouble to service the officer for free, and assisting him to resolve the problem, providing some samples from other companies supplies. Showed them the problems if you buy this spares compared to the other spares, giving light to the officer about real issues which the officer would not get on the internet. What happens here. He is building trust and proving to the officer the kind of value-add services he does provide. What do you think the officer did? The officer requested for his quotation and began to do business with him. he continue to provide the same value add services that brings the niche in after sales services.
If you cannot penetrate the market to repair generators simply because companies have signed into special maintenance service agreement, then you need to figure out a way how to bring potential clients to the products (subjected to you are allowed to do sales, or introduce products that you have expertise to go into service maintenance agreement with them. (HJNOOR, January 29,2010)
If you cannot penetrate the market to repair generators simply because companies have signed into special maintenance service agreement, then you need to figure out a way how to bring potential clients to the products (subjected to you are allowed to do sales, or introduce products that you have expertise to go into service maintenance agreement with them. (HJNOOR, January 29,2010)
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